Key Account Management

Transcription

1 SalesTraining Specialists Key Account Management 28 February 2017 Joining Instructions MTD Training Centre, Coventry MTD Training, 5 Orchard Court, Binley Business Park, Coventry, CV3 2TQ Web: Phone: info@mtdsalestraining.com

2 Key Account Management Prioritise, Plan, Manage & Maximise The Profitability Of Your Key Accounts By Building Strong & Long Lasting Relationships Course Overview This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage. The course looks at how to build long term relationships so your existing clients will stay with you for longer, spend more with you and are open to cross and up-selling opportunities which are sold in through the excellent relationships that you have with them. The course is an ISMM endorsed qualification and by completing a short exercise back at work you can receive the Key Account Professional certificate from the ISMM. ISMM endorsement is the industry recognised benchmark for high quality sales training programmes. Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards. Who Will Benefit From The Course? Account managers Key account managers Relationship managers Client relationship managers With The Help Of This Course Delegates Will Be Able To: Understand what it takes to move from supplier to trusted advisor and partner status with your clients How to create a toolkit of relationship building skills and techniques How to run an account review meeting with your clients How to establish your objectives for each of the accounts that you manage How to calculate the potential of each account Working out a relationship and communications plan for each of your accounts Account planning devising a revenue generation plan for each client How to create a multi-level influencing strategy for other areas of their business 2

3 Course Agenda Introduction & Objectives Key Account Management What Does It Take To Succeed? What s the definition of a key account within your business? What s your role as a key account manager? The skills, knowledge and behaviours you need to be successful Account Analysis & Prioritising Who & What Comes First? Maximising business opportunities how to research, gather intelligence and analyse your clients for revenue potential Investment versus return work out who to spend your time on and what the pay off is SWOT analysis on your client accounts strengths, weaknesses, opportunities and threats Planning Your Key Account Strategy Creating your hit list based on account potential How to develop a key account over the long-term Setting goals for each key account short, medium & long term Creating an account touch point strategy face to face, telephone, , social media Managing The Relationship Account mapping how to create the structure of each account decision makers, influencers etc How to structure and run an account review meeting Influencing multi-level contacts of an account From Supplier To Partner Understanding the transition from supplier to partner status The Trusted Advisor how to add value over and above what you sell Managing the in-between time how to stay in contact without bugging your clients Close & Actions 3

4 Housekeeping and Accommodation Start & Finish Times: 9:30am start 4:30-5:00pm finish. Lunch & Refreshments: Included in course fee Parking: Is free for MTD delegates Dress Code: Whatever you feel comfortable in Accommodation: If you require accommodation, we would recommend staying at the Premier Inn Coventry East Hotel. You can book this here: 4

5 About The MTD Training Centre - Coventry The location of your training event is a very important factor for us as we want to provide you with only the very best facilities for your course so that you can arrive easily and hassle free and enjoy a great learning environment. At MTD s head office in Coventry we have our very own training rooms that were purpose built from scratch to provide you with a great learning experience. We have always received excellent feedback from all of our delegates about the venue. Our training centre is less than a 5 minute drive from the M6, Junction 2 and only 15 minutes in a taxi from Coventry Train Station. Birmingham Airport is just 14 miles away. Car parking is free as well! MTD Training, 5 Orchard Court, Binley Business Park, Coventry, CV3 2TQ 5